Note: The job is a remote job and is open to candidates in USA. Coalition is seeking a Major Account Executive to own and grow strategic enterprise accounts. The role leads complex cybersecurity sales cycles, technical evaluations, and multi-year contract negotiations while building consensus among security, IT, legal, procurement, and executive stakeholders.
Responsibilities
- Own and grow a book of major/strategic accounts, running the full cycle from qualification through multi-year contract negotiation and close
- Navigate multi-stakeholder buying committees — security, IT, legal, procurement, and executive sponsors — building consensus across functions with genuinely competing priorities
- Partner with technical presales Solutions Architects to run live technical evaluations and proof-of-concepts that hold up under real scrutiny from technical buyers
- Structure and negotiate enterprise contracts, with a strong bias toward multi-year (3-year) terms
- Build and defend a business case that speaks fluently to both risk reduction (CISO language) and ROI (CFO language) — you need both, not one
- Maintain accurate forecasting and pipeline hygiene on long-cycle (6–9 month), high-ACV deals
- Prioritize Customer Success for account health, since renewal risk on an account this size is a shared problem, not a handoff
Skills
- 8+ years of closing experience in enterprise cybersecurity/SaaS
- Demonstrated ability to close deals upwards of $1M ARR or more and 6+ month sales cycles
- Track record of navigating security-specific procurement: vendor risk assessments, SOC 2 / ISO 27001 diligence, security questionnaires, and legal review cycles that are more adversarial than typical SaaS procurement
- Comfort being technically challenged in a room — you don't need to be an engineer, but you need to hold your own when a CISO pressure-tests your claims
- Experience structuring and closing multi-year contracts, not just annual renewals
- A hunter mentality — use relationships & partnerships to find leverage to close deals
- And this role rewards depth and judgment over sheer volume
Benefits
- 100% medical, dental and vision coverage
- Flexible PTO policy
- Annual home office stipend
- WeWork access
- Mental & physical health wellness programs (One Medical, Headspace, Wellhub, and more)!
- Opportunity for advancement
- Remote-first work arrangement
- Highly inclusive culture
Company Overview